Published
November 7, 2019
Location
New Orleans, LA
Category
Sales  
Job Type

Description

New Orleans, LA

Baton Rouge, LA
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Job Title: Senior Market Manager
Department: Spirits Sales
Reports To: Region Director, GA/LA

Does this sound like you?
You thrive in high pressure and high-energy environments.
You take challenges head-on and are adept at solving complex problems in dynamic situations.
You act as an owner, not a renter, and are the first person to roll up your sleeves and tackle a challenge.
You thrive on flawless tactical execution. The details matter and anything less than perfection keeps you up at night.
You are the Sherlock Holmes of identifying opportunities. You can easily identify the needle in a haystack and quickly conceptualize opportunities and their potential impact on key performance metrics.
Your motto? “Give me some goals and I’ll over deliver.”
You embrace change. You are quick on your feet. You are cool under pressure. You over-communicate.
You hate losing more than you enjoy winning. You won’t stop until the job is done at an elite level.
You have incredibly high expectations for yourself and your team and are the first to acknowledge great performance but also recognize coachable moments.
You work well in a team environment, and drive best-in-class performance from others - both those that report to you directly, and more importantly, from dotted-line indirect reports (distributor, agency)
You are a strategic thinker and aim to be a thought partner to senior leadership
You believe in and embrace the following values with passion – entrepreneurship, trust, ethics, conviviality

Position Summary:

Your primary goal will be to grow our brands and our business ahead of target and ahead of the competition (by 1.5X or more).
You will establish and foster relationships that will drive this success.
You will own and drive execution of the state-level plan, including PRUSA strategic imperatives, local KPIs and division P&L.
You will develop and guide a high-performing PRUSA and distributor state team with a "one system" mindset.

Major Responsibilities / Accountabilities:

Individual: 60%
Ensures execution of effective "local-level" plan, including PRUSA strategic imperatives and local KPIs, in line with AOP on local geography / channel level
Owns resolution of execution-related issues in local geography / channel with minimal support from Region Director
Manages and drives agenda for dedicated team and Full book distributor team
Owns relationships with small number of key accounts; chain, indy, on-premise
Ensures excellence and ruthless execution of brand standards through rigorous training and oversight of Dedicated and Full book distributor teams
Manages day-to-day channel planning and performance tracking
Builds the brand by identifying and overseeing targeted sell-through activities (implementing national programs, limited local promotions)
Oversees implementation of pricing strategy (aligned with FM/RD)
Recommends pricing programs and local geography / channel forecasts to Region Director/Marketing Activation Managers
Actively works with market leaders to “inspect what we expect” – MM’s, Distributor leads

Shared: 40%
Manages and allocates local resources against market priorities and plans (with Region Director and Division and local marketing)
Identifies, plans and executes account sell-through activities (with Division Marketing, dedicated leadership & Full Book Distributor partners)
Develops local AOP and LE for channel and geo territory (with Division Finance/State Finance / Region Director)

Nature & Scope:

Key Metrics:
Regularly communicates with PRUSA Regional Director, PRUSA Division Marketing and Distributor Sales Teams (Dedicated & Full Book)
Conduct market work with weekly with both Dedicated & Full Book Distributor personnel
Participate in distributor team meetings to communicate all resources and programming
Conducts formal mid-month business reviews with sales managers monthly
Achieves all key brand KPIs

Financial Targets:
Deliver NNS targets for state and key accounts met
Depletions (# of cases, total increase, Target account improvements)
Key brand KPIs and account sold goals.
Manages Local A&PO Budget for Off Premise Programming
Manages T&E Budget

Organizational Context:
Reports directly to the RD
Works closely with RD, MAM, MM’s, PR Regional Chain lead and Dedicated distributor personnel

Decision Rights:

Owns:
Owns definition of sales priorities and programs for channel / territory
Owns allocation of local resources (up to certain amount)
Distributor Management / Sales rep activity
$ Investments

Influences:
Evaluation and appointment of distributor management/ sales teams / Fully-dedicated resources
State-level budgets and forecasts
Local pricing programs
State level programs
Key requirements:

Education: Bachelor’s degree highly preferred
Experience / Background: Position requires 5-7 years of previous sales management experience in a wine and spirit or consumer goods sales environment

Working Conditions:

Field Environment: Work is performed in a typical field environment with moderate demands for movement and lifting. Normal visual, hearing and language acuity required for correspondence and computer usage. Frequent travel by land and/or air in diverse weather conditions is required.

Travel: 50%

Required Competencies:
Medium to high competencies in Microsoft Office
Pricing understanding regarding margin and mark up calculations
Presentation Skills
Sales and negotiation skills

Who are we?

Pernod Ricard USA is the premium spirits and wine company in the U.S. The company's leading spirits and wines include such prestigious brands as ABSOLUT® Vodka, Chivas Regal® Scotch Whisky, The Glenlivet® Single Malt Scotch Whisky, Jameson® Irish Whiskey, Malibu®, Kahlúa® Liqueur, Beefeater® Gin, and Avión™ Tequila (through a joint venture with Tequila Avión); such superior wines as Jacob's Creek® and Brancott Estate®; and such exquisite champagnes and sparkling wines as Perrier-Jouët® Champagne, G.H. Mumm™ Champagne and Mumm Napa® sparkling wines. Learn more about our history, values, strategies and organization by visiting us at http://www.pernod-ricard-usa.com/

Working at Pernod Ricard

Working for Pernod Ricard USA means working for the co-leader in the global wines and spirits industry – and having the opportunity to work with great people and great brands in diverse and challenging roles. Our success is the result of the passion and creativity of our people, our exceptional portfolio of leading premium brands, and a shared commitment to our values of entrepreneurship, mutual trust, and a strong sense of ethics. Pernod Ricard USA rewards both individual initiative and a spirit of collaboration, and encourages ongoing professional development. Pernod Ricard USA recognizes the importance of continuously building upon our diverse workforce and inclusive culture. We believe in championing an inclusive culture that embraces differences and encourages employees to challenge themselves and their colleagues.

Benefits

Pernod Ricard USA offers competitive compensation, performance bonuses and domestic & international career development opportunities.

* Pernod Ricard USA is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.
* Offers will be subject to United States local terms.

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